How to understand the client's needs?

You have a framework to ask and, discover; do not talk not to tell, to ensure that so the client feels understood

• You have a tool to visualize complex things in a very simple way so you can help them understand
• You have a report and benchmark and analysis in business sense so they can connect the dots
• You have a process to follow which makes your client feel confident comforted 
• You can manage the action plan so they see you can ship results
• You can show they can have competitive edge with IT to ensure that they see the business value
• You can show their maturity in different angles, and set targets so they you can develop the areas which matter to them

See: 

• Proactive Customer Development - leverage your QBRs
• The 6 Reasons MSPs Tend to Over Deliver
• 4+1 Website Sins Preventing MSPs from getting more leads
• Boundaryless team
• The 5 Levels of vCIO Operational Maturity
• Build your MSP with the help of virtual CIO services
• What is the one business skill MSP leaders can teach their clients?
• Who's The Ideal vCIO Candidate?
• Do You Know Your Customers?
• Trusted Advisor or Technician, What Pays More?
• 12 mistakes most MSPs make with their vCIO services
• Building up a 45 people rock solid MSP - Interview with Chris Day
• Why inbound marketing works for MSPs
• Our first book: MSP 2.0 - The Managed Service Revolution
• How does the current definition of "IT" hurt your MSP business?
• Monetize smart the client apps, saas solutions
• Practice building or business building
• Webinar takeaways about selling IT security and compliance
• Game Changer Sales Ideas From The Book - "The Challenger Sale".
• The MSP 2.0 service offering in the 7C IT management Framework
• Cracking the code of the future of the MSPs
• The process of becoming the Trusted Advisor [video]
• Why clients need more consultative work from MSPs lately? [video]
• MSP East vs West All Star Game
• Story of how the struggle of an MSP led to the ReframeYourClients project
• MSP 1.0 vs. MSP 2.0 [video]
• 3 ways to segment the market for MSP services to get the best result [video]
• How to decide who to transfer from Time and Material to MSP contract?
• Why MSPs are struggling on sales nowadays?
• How to make business easily from the wasted time in the workplace trend? [infographic]
• Research: World of vCIOs on Linkedin
• Hard truth: why the Network assessment could be the MSP's worst enemy in the long run
• The 3 building blocks of a remarkable MSP sales process

Sales techniques:

• Want To Know the Performance of Your MSP Competitor's Online Marketing?
• Breakthrough sales method to dominate your MSP industry
• Three easy B2B sales process hack, very few sales people use

vCIO researches:

• Research: World of vCIOs on Linkedin
• Research: among MSPs offering vCIO services
• Research: Information Managers in Canadian Oil Industry